Measuring the Success of Retention Management Models Built on Churn Probability, Retention Probability, and Expected Yearly Revenues

@article{Kim2012MeasuringTS,
  title={Measuring the Success of Retention Management Models Built on Churn Probability, Retention Probability, and Expected Yearly Revenues},
  author={Yong Seog Kim and Sangkil Moon},
  journal={Expert Syst. Appl.},
  year={2012},
  volume={39},
  pages={11718-11727}
}
In this paper, we claim that optimal retention management models should consider not only churn probability but also retention probability and expected revenues from target customers. To validate our claim, we develop and compare five retention management models based on churn probability, retention probability, expected revenues, and combination of these models along with different evaluation metrics. Our experimental results show that the retention management model with the highest accuracy… CONTINUE READING

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